Built on
The idea · 2 min
The frameworks the best operators use, pressure-tested across 150+ real healthcare companies. You're not getting one person's opinion. You're getting the synthesis.
DH
Doug Hayes · Marblehead
Twenty years selling and raising in healthcare, as an investor, a founder, and inside a health system. Pattern recognition across 150+ companies and 60+ health systems.
Frameworks drawn from the work of
You don't have a sales problem. You have one weak step.
Selling is seven steps, and most deals leak at one of them, usually the same one every time. Find your weakest step and drill it the way you'd drill a language, not cram it. This scores you honestly, then hands you a short, time-boxed drill for each gap.
The seven steps of the sale
ProspectTrustDiscoveryPresentObjectionsCloseFollow-up
You're only as strong as your weakest step. Fix it and the whole motion speeds up.
Deals leak at one step, not everywhere
You don't need to get better at selling. You need to fix the one step that's costing you.
Drill it, don't cram it
Fifteen minutes before a call, out loud, beats a weekend of sales theory. Repetition beats intensity.
The close is the usual leak
Most reps under-ask for the next step. The leak is rarely in discovery.
Apply it to yourself
Rate your motion, honestly
Step 1 of 7
How this works — what to do, and why
Selling is seven steps, and most deals leak at one of them, usually the same one every time. Rate each step honestly. You'll leave with your weakest step and a short, time-boxed drill for it. Repetition beats intensity.
Your one next move
Want the full read? Request a call.
Your seven steps
Where you're strong, and where the deal is leaking.
Your drills, start with these
Time-boxed, not output-boxed. Do the drill for 15 to 20 minutes before your next call.
This is the two-minute version. The full version is what we do together, applied to your live deals.
Want to run a real call through this with someone who's closed in healthcare?
The fastest way to fix the weak step is a rep or two with feedback. A short call, no pitch.
Request a call with DougA Marblehead & Company tool. Your answers stay in your browser.